The Improvised Sales Intelligence™️ Book of Play gives you the tools, tactics, and techniques to become a more effective and agile communicator in spontaneous sales conversations. Sometimes you send the strongest message by being quiet during the conversation. This resulted in him losing the opportunity. The first salesperson? Well, he triggered his own need to feel important by talking too much. He also locked into the five most important questions in every interaction with another human:īy practicing tactical patience, the second salesperson was able to connect to the prospect and activate the prospect’s insatiable human need to feel important. Introduce another question without the first questions being answered.The salesperson intentionally delayed responding when the inevitable silence occurred during the conversation. The difference between these scenarios is really simple. I asked the sales manager the same question as I did in the “bad version”-is this an opportunity? His reply-absolutely “yes”! He didn’t let the silence bother him.Īnd magic occurred-the prospect started speaking because the salesperson gave them the chance to speak. The key was that the salesperson intentionally waited for a response. He asked a brilliant question to open up the conversation and the prospect spoke for the next 15 minutes. As we listened to the recording, the salesperson spoke maybe 30% of the time. I asked the sales manager if there was an opportunity with this prospect. For a moment, silence kicked in.īefore the prospect could thoughtfully respond, the salesperson filled the silence by essentially answering his own question. The prospect couldn’t even answer the first question!Īt one point, the salesperson asked a phenomenal open-ended question which was obviously causing the prospect to “think” about his reply. In fact, after the salesperson would ask a question, he’d immediately follow with another question. The salesperson spoke 80% of the time and it was apparent that the prospect couldn’t get a word in. I was listening to a recording with a sales manager of one of his salespeople conducting a discovery call. The two following discovery call examples showcase the power of delaying a response in order to engage your prospect. This can occur in an asynchronous (think “one-way” communication such as email, social, etc.) or synchronous (think “bi-directional” exchanges such as telephone or in-person) way. The definition of tactical patience is the intentional delaying of a response. While all the habits are great, one, in particular, stood out to me-tactical patience. In it, he outlines several habits you can create in order to elevate your Emotional Intelligence (EQ). I read an article the other day by Bill Murphy, Jr. These two discovery calls show the impact of letting your prospect do the talking. By practicing tactical patience, you will be able to connect to your prospect and fulfill their insatiable human need to feel important. At the 50th Grammy Awards, Echoes, Silence, Patience & Grace won the Grammy Award for Best Rock Album, and 'The Pretender' was chosen for Best Hard Rock Performance.
0 Comments
Leave a Reply. |
AuthorWrite something about yourself. No need to be fancy, just an overview. ArchivesCategories |